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Sales representatives present and promote their company’s products and services.
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Sales promotions are a great way for your organization to incentivize potential customers to purchase. However, if you choose to invest in a sales promotion without fully understanding the elements that determine its success, your business runs the risk of losing more than just a few clients.
What salesperson out there doesn’t want some quick tips to increase their sales and their sales motivation. Consider these:
7 Blunders That Are Costing You Sales
Whether you’re the owner of a company or a salesperson who works for one, you have the same objective when it comes to sales: make as many as you possibly can!
By Shauna Geraghty | Source: http://blog.talkdesk.com
However, if you’re like most salespeople, there are likely a few common sales blunders standing in your way from being the best of the best.
Luckily there are a few pretty simple solutions that you can employ to help get your phone sales strategy back on track. By shifting your approach and fine-tuning your technique, you can increase your sales dramatically. Here are a few basic sales tips you need to know:
1. Stop Talking so Much!
Salespeople have a reputation for being talkers. That’s because they need to schmooze in order to sell, right? Wrong. Odds are, if you answered yes to that question you’re talking too much. In most social settings, people tend to like when they are asked about themselves and listened to. Why should sales be any different? They’re not. You can actually strengthen your pitches by shortening them up. Overwhelming your listener with too much information to digest is, not only annoying, but plain ineffective. Instead, keep it to the ‘elevator pitch’ and wait for them to ask the questions. You can also try the technique of asking the customer what they’re after and then shifting your pitch to better suit their needs.
2. Stop Forgetting About Who You Are Pitching To
When it comes to sales, you have to remember who you are pitching to and try to hit their sweet spot. Here’s a hint: it will serve you well to play on the prospect’s emotions. This doesn’t mean that your prospect should be in tears by the end, but it does mean that they should feel an emotional connection to you and the product or service that you’re selling. Try to tap into what’s important to them and go from there. And remember, a good laugh, or at least smile can go a long way.
3. More Isn’t Always Better
You know that saying that less is more? Well, it applies to sales too. Of course you don’t want a prospect to forget about you, but you also do not want them to become annoyed by you. That’s what you’re risking if you’re contacting them too often. We know the pressure is on you to make the sale, but that doesn't mean you should put that pressure on the target. If you do, they’ll likely slip away. Instead, contact them enough that they remember you, but don’t be pushy about it. No one likes a pushy company. The same idea can be applied to marketing and in-person sales. By sending too many emails or even running too many commercials, a company could actually be hurting its reputation and chances of gaining new business. Always remember that sometimes less is actually more.
4. Stop the Monotony!
Salespeople are notorious for lacking authenticity. Everyone knows that salesperson that sound like a broken record, repeating the same routine with the same annoying pauses for laughs and corny jokes. Even if your speech is right on target, ditch it. As a salesperson, you should never have a speech in the first place.
People can pick up on something that’s been recited a million times. And they’ll be much, much less likely to listen to you if they pick up on the fact that you’re saying something you recite on a regular basis. Instead, don’t have a speech. You should have a general idea of how the conversation should progress. You can even map out main points, but don’t regurgitate the same information and language again and again. You’ll be selling your sales and yourself short if you do.
5. Stop Being a Know-it-all
They weren’t popular in school and they’re just as disliked now. It’s great to be knowledgeable, but you don’t have to act like a pompous expert, even if you are one. You may know your products and services inside and out, but that doesn’t mean that you need to tell a potential customer all about it. Plus, if a customer disagrees with you about something, there is nothing less appealing than arguing that fact… even if you know you’re right and have the data or evidence to prove it. Respect your potential customers’ opinions and they’ll like you a whole lot more. If they like you more, that means they’re also much more likely to buy your products.
6. Ditch Quantity for Quality
Right now, on average, only nine percent of sales meetings actually result in a sale. That’s a tremendously low statistic. Sometimes, it’s easy to get so caught up in the pressure to make as many sales as possible, that we start to lose sight of putting that little extra focus or touch on the sales that we are trying to make. Wouldn’t you rather have 15 successful sales pitches in one week than 100 pitches of which only 9 close? Stop putting so much emphasis on the amount of sales you’re pitching and try instead to zone in on the details of doing each one right.
7. Stop Leaving Out the Sale
Many people get into sales because of their personality. Maybe they’re chatty, personable or a people person in some form or another. It’s fantastic to strike up conversations and really get to know your potential customers and clients. That said, don’t get so wrapped up in the social side of sales that you forget the actual sales themselves. Roughly 15 percent of salespeople struggle with this problem, which the Harvard Business Review referred to as “socializers.” Socialize, but don’t do it so much that you forget to sell.
By stopping these common phone sales strategy blunders in their tracks any salesperson can become a top producer in no time. They can strengthen their skills and increase their success rates simply by approaching their job more mindfully. Examining your own approach for these blunders and fixing them to the best of your ability is a great way to quickly enhance your performance.